Areas of Focus


Your Sales Structure

Sales Territory Alignment, Responsibility Assignment
Job Descriptions and Duties - Inside/Outside Salespeople
Compensation and Incentive Practices
Performance Evaluation Procedures
Sales Training - Inside and Outside Salespeople
Salesperson Expense Management
Sales Management Practices and Effectiveness
Sales Leadership and Accountability
Sales and Marketing Materials


Business Solicitation

Prospect Qualifying Guidelines
Market Data and Information
Salesperson Business Planning
Customer Relations
Targeting and Solicitation Priorities
Lead Generation
Trade Show Standards and Procedures
Direct Mail Solicitation Programs
Prospecting
Strategic Selling
Relationship and Consultative Selling
Sales Call Cost and Efficiency (ROI)


Communications With Prospects and Customers

Proposal/Quote Development
Win/Loss Analysis
Fact Based Selling/Leveraging Successes
Presentation Skills/Procedures/Training
CRM System


Communications Within Company

Corporate Sales Vision
Sales "Rules Of Engagement"
Standards, Guidelines and Policies
Sales Reporting To Corporation
Sales Reporting To Peers
Team Selling and Coordination
Team Selling - Management Participation